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As a mentor and advisor to entrepreneurs, I
find it’s easy to recognize “street smarts” when I see them, but
it’s hard to explain the specifics to someone on the other end of
the spectrum, even if they are willing to learn. Some people
argue that street smarts are only a natural born skill, but I
disagree. I believe they are disciplines that can be taught and
learned.

In the urban world, being street smart means instinctively
knowing how to keep yourself safe from scams and bad guys. It
means you know your way around, how to handle yourself in tough
situations, and how to “read” people’s intent. In reality, the
startup world contains those same very risky streets, but in the
business context.

Thus I was happy to get some help recently from a new book by
John A. Kuhn and Mark K. Mullins, “Street Smart Disciplines of
Successful People” that put some meat on the bones of what it
means to be street smart in business. I like their outline of
seven key disciplines, all of which can be learned and practiced,
that may actually be required for business success:

Work smart. This means using discipline to
get smart before you start working. Find out everything you
can about the business domain you are targeting. In addition,
maintain a change-oriented and future-focused mentality, with
an actionable execution plan. When someone tells you they are
working hard, it’s usually an excuse for not working smart.

Present everything. If you are trying to
gain commitment or persuade someone, practice the discipline
of thinking beyond conversational chatter. The four steps of
a successful presentation always include preparation,
practice, delivery, and asking for the order. Make these part
of every interaction with partners, customers, and team
members.

Deal with people. People do business with
your people, not your startup. Finely tuned people skills
make you more likeable, warm, friendly, open, and effective.
Put yourself in their heads to see things from their
perspective. Have patience, and listen actively before
speaking. Street smart entrepreneurs practice this discipline
until it is not work.

Watch your money. It’s not unusual for
creative entrepreneurs to find finances difficult to
understand, intimidating, or just a numbing bore. If you feel
that way, find a partner who loves that critical side of the
business. In reality, the discipline to manage cash does not
require a financial genius. It just requires a discipline of
relentless focus.

Get more business. This discipline is the
art of making a constant of new business opportunities, new
customers, and new revenue flowing into your startup. Develop
an aggressive prospecting mentality, stay close to current
and past customers, get referrals, and optimize Internet
marketing. If you startup isn’t evolving and growing, you are
failing

Manage yourself. Entrepreneurs will always
be wearing many hats in their business and personal life.
Even the more important activities can sometimes be excuses
to avoid the underlying challenge of working toward you
life-changing goals. Learn and practice time management
disciplines. Banish procrastination. Be decisive. Have fun.

Everybody sells. It may not be in their job
descriptions, but everyone in a startup should be selling.
The very first moment that you have contact with an investor,
or a customer has contact with your team, an impression and a
perception is created. That perception is your reality, and
you only get one chance to make it a good one.

Overall, street smarts also requires that you can put all these
things together for problem solving, and to dodge and weave
effectively through the risky business streets. It means
balancing your idealistic vision of how things could be, against
the realities of the business world. Confidence and a positive
attitude are also required to be a street smart and successful
entrepreneur.

But attitude and problem solving are not sufficient, without the
basic disciplines outlined above. No one is born with all these
disciplines. These represent the knowledge and experience of many
successful business people. Study them carefully and practice
them religiously. The alternative is a long and painful learning
curve, which neither you nor your investors can afford.